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Create an Optimal Territory Alignment

Learning Objectives

After completing this unit, you’ll be able to:

  • Select and compare territory changes.
  • Add new territories.
  • Optimize and save territories.

In the previous unit, Linda laid the framework for territory planning by creating a data set and importing her existing territory alignment. Now it’s time to make changes to her territory alignment.

Territory Planning data is isolated from production data and assignments. This means Linda can make changes and see the immediate impact of these changes on annual revenue and unit count. Changes are not updated in Salesforce until data is published and activated.

Linda starts the realignment process by reviewing the legend on the right side of the map. It displays key fields from the Accounts by Annual Revenue report she selected in her data set. In the legend, she sees each territory represented as a different color on the map, and the unit count and owner name, but she’s missing the annual revenue field. To add this as a visible column, she selects the setting wheel and updates the map legend to display Annual Revenue. This brings it to the forefront of the design process.

In the configure menu the Legend Column is selected and Annual Revenue is selected for both Attribute and Label.

Assign Nearby Containers

Linda shifts her attention to the map view. She’s excited to see that all the areas in the Southeast region were automatically assigned a territory.

In the past, there were often gaps in territory coverage due to missing zip codes in her Salesforce org. It took hours to search for unassigned areas, locate nearby accounts, and assign ownership. Now with Territory Planning, Linda selects Automatically assign nearby containers as part of her alignment design. Missing zip codes/postal codes are automatically assigned to nearby accounts based on their proximity to each territory.

Each territory displays a circle that represents the center of the territory. Units are scattered throughout the map. Under the Legend panel, Linda selects United States Postal Code to see the list of zip codes missing from her org. She unchecks any area she wants to keep unassigned.

In the Territory Planning interface there is a view of the map and territories in the Southeast are highlighted as different colors. On the right panel, a legend of the territories is displayed.

Comparison Data

Now she’s ready to make changes to account assignments. Focusing on one area of the map, she uses the lassotool to quickly capture a specific area for further analysis.

She wants to see a comparison of the annual revenue in her current alignment versus the annual revenue of any proposed changes.

Territory Planning optionally displays a comparison chart at the bottom of the map. Linda drags the lassoed area to different territories and uses the comparison chart to view the impact of these changes on the annual revenue of each selected territory.

In the Territory Planning interface there is a view of the map and territories in the Southeast are highlighted as different colors. On the bottom of the map view is a comparison chart that displays a comparison of two territories by Unit and Annual Revenue for Accounts. On the right panel, a legend of the territories is displayed.

The Power of the Legend

Once satisfied with her changes, Linda selects the territory area, reassigns it to another territory, and applies her changes. The changes automatically display in the Legend fields.

 In the Territory Planning interface there is a view of the map and territories in the Southeast are highlighted as different colors. On the bottom of the map view is a comparison chart that displays a comparison of two territories by Unit and Annual Revenue for Accounts. On the right panel, a legend of the territories is displayed and the Reassign To section is highlighted.

Before making additional changes she selects Comment icon to share comments and collaborate with her leadership team.

In the Territory Planning interface the comment text box is selected and a comments dialog box is on the map showing collaboration about the alignment changes.

After communicating with leadership, Linda uses the Territory button with plus signon the Legend panel to create a new territory. She then assigns it to a new sales rep.

The Legend, level 4 details box is displayed and Level 4 owner is selected.

At this point, Linda has changed the assignment of territories and created a new territory. She sees the territory distribution among reps and by glancing at the unit count and annual revenue in the territory, it’s clear that they’re not evenly distributed. To solve this issue, she selects Optimize to ensure an even distribution of territories based on annual revenue.

Intelligent, Attribute-Based Optimization

Optimization is a powerful feature of Territory Planning; it optimizes territories based on the attribute that matters most. In this case, Linda wants to balance her territories based on annual revenue and uses distance logic to determine the actual drive time between accounts. Distance logic provides two options.

  • As the Crow Flies: Relies on straight line, point-to-point distances
  • Drive Time Network: Relies on local road networks, estimated distance, and estimated drive times

Linda selects Drive Time Network.

In the Optimization Settings menu Balance on Annual Revenue is selected. The Drive Time Network radio box is selected for Distance Logic. On the right side under Attributes, Balance, Continuity, and Compactness are displayed.

Now she can set her preference for optimization. There are three optimization options.

  • Balance: Provides an equal distribution of the selected attribute across territory areas
  • Continuity: Provides the minimum amount of Unit/Container reassignments across territory areas. If selected this will increase balance with minimal impact on your alignment.
  • Compactness: Provides the minimum distance between Units and Containers within Territory Areas. Smaller drive time networks decrease mileage. Use this if your organization is focused on minimizing drive time.

With Territory Planning, you can prioritize one, a combination of two, or all three options. Linda selects all three.

 In the Confirm Optimization Settings menu box, the optimization selections are listed and ready to be confirmed by selecting the Apply button on the bottom right.

Satisfied with her design, she collaborates with leadership. Once finalized, she publishes her design. She must choose from the following three publishing options.

  • Publish to Enterprise Territory Management: Publishes a Salesforce Territory Model in Enterprise Territory Management. If selecting this option, changes must also be activated in the respective tool for changes to apply.
  • Publish to Salesforce Maps: Saves territories as shape layers in a folder in Salesforce Maps. If users have access to the folder, they can view their territories, overlay account information, and plan optimal routes and schedules within their assigned territories.
  • Publish to PDF: Create PDF representations of both map and map legend for all specified layers of an Alignment. Select between current level or individual territories.

Linda selects Enterprise Territory Management and clicks Next

 In the Publish dialog box, Enterprise Territory Management is selected.

The Enterprise Territory Management dialog box contains the following options.

  • Publish Scope: This offers two options: Publish your entire alignment or the specific focus you are working in.
  • Publish Level: This selects a hierarchy level to publish.
  • Publish Method: This publishes new territories, overwrites existing territories, or overwrites matching territories.
  • Territory Model: This is the model that the territories are published to.
  • Parent Territory: This selection determines the parent territory for the selected level.
  • Territory Type: This is the territory type that is assigned to every territory in the alignment.
  • Assignment Rule Field: This selects any standard or custom account field to base your territory assignment rules on, such as zip code or state.
  • Publish locked units as manually assigned accounts: If a territory contains locked accounts, then they can publish those assignments manually. This is typically for exception accounts that do not match the geo assignment rules (that is, an account in a zip code that is owned by a different rep).

Linda completes the dialogue box and publishes her new alignment.

 In the Publish Enterprise Territory Management dialog box, options required to publish are displayed.

In this case, she also chooses Publish to Salesforce Maps. She saves the territory shape layers in a folder accessible to the sales team. Now the Cloud Kicks sales team can use these additional shape layers in Salesforce Maps to graphically visualize their territories and create optimized routes and schedules to improve productivity and revenue.

Conclusion

Throughout this unit, Linda worked to realign territories for Cloud Kicks. She successfully visualized new territories and easily made changes using Territory Planning. Changes to key attributes were automatically updated and she saw the immediate impact of any change. All the while, her realignments were isolated from production data so Linda can safely make as many changes as needed and share realignments with management before activating any final changes.

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